BrokerageIndustry News

Drive for show and putt for dough

Practicing simple, daily actions can help agents hit long-term goals

Did you hit your production goals for 2012 or did you fall short? While many real estate agents set long-term goals, they often fall to fulfill the simple daily actions that will allow them to achieve those goals. When it comes to winning at real estate, a great analogy comes from the game of golf: "Drive for show and putt for dough." In other words, your drive from the tee may look impressive, but the game is won on the putting green. In the game of real estate, one's long-term goals look impressive, they're exciting, and they can be highly motivating. The game is won, however, with the extra practice necessary to master your scripts and dialogues, to know the inventory better than your competitors, and to consistently prospect day in and day out, even when you don't feel like doing it. A wonderful illustration of this point comes from a study by the Keller Institute at Baylor University in Waco, Texas. The study showed that 12 hours of cold calling consistent...